Job Description
Job Description
At Varicent, we're not just transforming the Sales Performance Management (SPM) market—we're redefining how organizations achieve revenue success. Our cutting-edge SaaS solutions empower revenue leaders globally to design smarter go-to-market strategies, maximize seller performance, and unlock untapped potential. Varicent stands at the forefront of innovation, celebrated as a market leader in the 2025 Forrester Wave Report for SPM , 2023 Ventana Research Revenue Performance Management (RPM) Value Index , Gartner Peer Insights , 2024 Gartner SPM Market Guide , and G2. Our solutions are trusted by a diverse range of global industry leaders like T-Mobile, ServiceNow, Wawanesa Bank, Shaw Industries, Moody's, Stryker and hundreds more. Here's why you'll thrive at Varicent :
- Innovate with Purpose : Build impactful solutions for customers worldwide.
- Join Excellence : Work in a diverse, collaborative, and innovative team.
- Shape the Future : Lead in redefining revenue optimization.
- Grow Together : Unlock your potential in a supportive environment.
Join us at Varicent—where your talent and ambition meet limitless opportunities for success!
Are you a strategic thinker with a passion for solving complex business challenges through technology? Varicent is seeking a dynamic Senior Solution Consultant to join our high-performing team and help enterprise clients transform their sales performance. In this pivotal role, you'll lead discovery sessions, deliver impactful demos, and drive technical excellence throughout the sales cycle—partnering with Sales, Product, and Executive stakeholders to demonstrate the value of our innovative Sales Performance Management platform. If you thrive in a fast-paced SaaS environment, enjoy working with enterprise clients, and want to make a direct impact on revenue growth, we want to hear from you.
What You'll Do :
Discovery : Perform detailed discovery for sales opportunities to qualify and scope prospect / client needs, challenges and requirements, determine product fit, and identify areas where Varicent can deliver differentiated valueAccurately qualify the technical fit of each opportunity, and partner with Sales Reps in overall sales qualification
Engage in effective discovery through listening, curiosity, and open-ended questionsUncover root cause issues and quantified implications of customer challenges / objectivesRegularly query prospects in single-product opportunities about other portfolio solutions to expand the potential opportunityDemos & Proof of Concepts : Leverage your domain expertise and understanding of Sales Planning and Incentive Compensation solutions and best practices to lead client engagements with your sales counterparts and demonstrate value to win businessConfigure and deliver compelling best-in class prospect / client presentations and demonstrations of the Varicent suite of applications that are tailored to meet specific client requirements and business needs, without additional presales support
Effectively lead and manage complex proof-of-concepts, hands-on workshops and scalability testsEstablish credibility as the technical expert and trusted advisor with prospects / clientsAnticipate technical hurdles, develop a plan to address them, and lead the resolutionUnderstand and leverage technical and other differentiators to win against the competitionEffectively manage third party and partner integrated demos as part of the sales engagement where appropriateRFPs / RFIsComplete functional and technical requirements in RFPs accurately and on time
Shape prospect RFPs in our favor by consulting with prospects on what to include in RFPs, and identifying and explicitly calling out competitive differentiators and gaps in responses.Product ExpertiseHave a comprehensive functional understanding of Varicent core product capabilities
Consistently leverage new features in product positioning, demos, and reference competitive differentiationKnowledgeable on 3-6 month roadmap(s) to leverage during sales opportunities where appropriateProficient in all Solutions : Can deliver a high-level platform demo, and full standalone intro demos for all products.Technical ExpertiseDeliver technical overview presentations to IT / technical audiences, without additional support, covering architecture, integration, security, and performance aspects of the SaaS platform.
Domain ExpertiseDeep understanding of Sales Performance Management (SPM) concepts, processes, and best practices, particularly in Sales Planning, Territory Management, and Quota Planning.
Proven knowledge of territory design and optimization, including methodologies for balancing workload, white space analysis, and account segmentation.Familiarity with quota setting methodologies, such as top-down, bottom-up, historical-based, and capacity-based approaches.Experience working with Sales Operations, Revenue Operations, or Incentive Compensation teams in an advisory, technical, or implementation capacity.Strong understanding of go-to-market (GTM) planning, sales capacity modeling, and coverage modeling strategies.Ability to translate complex sales planning requirements into technical solutions and articulate value to both business and technical stakeholders.Experience with data integration and transformation as it relates to CRM (e.g., Salesforce), HRIS, and ERP systems to support territory and quota planning processes.Familiarity with change management and adoption best practices in rolling out new planning processes or technologies to sales organizations.Knowledge of SaaS delivery models and experience supporting enterprise software pre-sales cycles, particularly in the sales performance or planning space.Awareness of industry-specific sales planning challenges (e.g., tech, pharma, manufacturing, etc.) and how SPM solutions can be tailored accordingly.Demonstrated experience or familiarity with at least one leading Sales Planning / SPM platform, such as :Anaplan (Sales Planning, Connected Planning)Pigment (Sales Capacity and Planning use cases)SAP CallidusCloud (now part of SAP Commissions and SAP Territory and Quota)Varicent (Sales Planning, Incentive Compensation)Xactly (Align, Incent, Sales Planning)Industry ExpertiseProficient in complex industries like Insurance and Financial Services, Medical Devices, Pharma : Has sufficient industry-specific knowledge to deliver compelling, industry-specific messaging that resonates across our focus verticals, demonstrating a deep understanding of unique challenges and value drivers within each industry
Collaborate with leadership to refine strategy, use cases, and best practices for focus verticalsCustomer EngagementDevelop lasting client relationships and help the company drive reference calls, client speakers, and event attendance
Consistently identify and build technical champions during the sales processBe comfortable and proficient presenting to varied and mixed technical and non-technical audiences, from end users to C-Level executivesCollaborate with senior executives to drive alignment, and deliver compelling Executive DemosAct as a trusted advisor to strategic clients, providing long-term guidance to maximize platform adoption and business impactContributions to Team Enablement & SupportIs a Team Player : Shares best practices and answers peer questions
Collaborate with teammates : Steps in to help with deals when neededContribute to team enablement and onboarding new hires, including acting as a mentor and coach to new Solution ConsultantsContributions to Team AssetsDemo Model Contributions - Ideation & Strategy : contribute new ideas to improve standard demoware
Demo Model Contributions – Testing : participate in testing newly added content to standard demoware to accelerate roll-outContribute to RFP Library reviews to ensure responses are accurate and up-to-date, and add new question / answer pairs if not already present in the RFP LibraryCross-Functional Collaboration & SupportMarketing Support : Represent Varicent in a professional manner on Webinars, at Conferences and industry events, and for Analyst Reports, as needed.
Thought Leadership : Deliver at least one conference / SKO session / presentation / webinar per year.Product Support : Liaise with Product Management and Engineering teams to advocate for feature enhancements based on prospect & client feedback and evolving industry requirementsChannels : Work with the Channels team on Partner enablement and co-selling initiatives as neededPost-Sales : Support client onboarding efforts by ensuring technical alignment and knowledge transfer from the presales process to implementation teams / partnersDay to Day ResponsibilitiesExecute responsibilities required during each step of the sales process with professionalism and diligence
Team Meetings : Contribute to team discussions and learningBring a positive attitude focuses on problem-solving and making the complex possibleManage administrative tasks such as logging opportunities and feedback in Homerun & SFDCWhat You'll Bring :
5+ years of technical software sales experience in Enterprise SaaS markets with prior experience of consultative selling to senior leaders and business users strongly preferredExcellent presentation and interpersonal communications skills with the ability to understand complicated operations and clearly articulate relevant and differentiated business valueProficiency in multiple languages is a plusExperience in creating, developing and managing executive business relationshipsSelf-motivated and energetic with a positive attitude and desire to learn and grow professionallyDemonstrated track record of meeting quota and effectively managing all technical aspects of Enterprise sales transactions from start to closeCoachable and team-oriented with a desire to work in a fast-paced, independent environmentTeam player proactively sharing and documenting knowledge with the wider Technical Sales and Sales team through best practices, available demo assets, customer stories and experiencesWorking knowledge of SaaS software applications, previous experience in the Sales Performance Management SaaS industry is a plusGood understanding of relational databases and REST API conceptsVaricent is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. If you require accommodation at any time during the recruitment process please email accomodations@varicent.com
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